Asking for referrals like anything can be tough for even the most confident consultant or trainer.…
If there is one thing that sellers generally can talk about, it is their product or service offering. In fact, they are so fond of telling customers what they know that they often show up and pour out the information instead of gaining a good understanding of the customer’s needs or goals.…
Editor’s note: This article is part four of a five-part series. This segment discusses how training in forecasting, tracking and reporting can move the needle on sales as well as increase the accuracy of forecasts while shortening the average sales cycle.…
Meet James who makes a living selling to tourists on a beach in St. Maarteen. He competes effectively with a dozen or so other people all selling the exact same thing - BANANAS!
Although products or services may seem the same, features may look alike, and prices may be very close, all things are never equal.…
Sales training leads to improvement. Lack of sales training causes a leveling off and eventually a falling off of the target performance track.…
Sales training is not a nice-to-have but rather a need-to-have for any company engaged in a competitive industry. The first article described the four most important areas of skill development needed to get sellers to reach their ever-rising goals:
1. What Sellers Say/Ask in Meetings
2. How Sellers Manage their Resources
3. How Sellers Forecast, Track & Report
4. How Well Each Seller…
Editor’s note: This article is part one of a five-part series. This segment discusses how training protects a company’s most important asset and competitive edge — its people. Additionally, it discusses four aspects that require constant training in order to maintain or improve a team’s current skill levels.…
The opposite of networking is not working. And, when developed correctly, it can be a most important business skill. Every time you meet someone, there is an opportunity to learn from them and be a resource to them.…
I remember being invited to present an end-of-the-year campaign for Autism Speaks on behalf of its Dallas chapter in late 2009. The goal was to train current staff and volunteers on how to effectively increase volunteer hours and donations.…
The biggest misconception about sales training is that we can train people how to sell and that it can be done in a one-day workshop. Like most training, whether you are taking SCUBA lessons, driving lessons or golf lessons, it takes a lot of work to not only teach people a new way to think…
Training involves the true use of corporate resources – encompassing time, people and cost – to prepare employees to perform and contribute to the organization. While learning is a process, in the world of sales training that process must be accelerated. There’s a very simple reason for that: When salespeople are training, they aren’t selling.…
